How we built a SaaS sales team focused on buyer experience

Ben and I discuss our experience launching a new product line at Navattic and going after a new persona as part of the launch. We share how we tried to navigate making a big product bet while still not losing focus on our existing business and customers. We chat about how the team managed morale during uncertain times, leadership's role of standing firm on strategic decisions, and being honest about resource needs when expanding to new markets.I drink tea 🍵Ben drinks coffee ☕

We're joined by guest Niall Sullivan to discuss why MQLs (at least the traditional way of defining MQLs) suck and how to shift to more demand gen and buyer-friendly marketing practices. We chat about: • Moving away from gating content and focusing on educating buyers• Measuring marketing's impact through pipeline and revenue metrics instead of MQLs• Showing more product details and UI to help buyers understand the value• Creating content that serves prospects, not just internal team needs• Setting proper expectations when making big marketing strategy shiftsNiall drinks a traditional British ale 🍺Ben drinks an All Day IPA 🍻I drink tea 🫖

I do an "ask me anything" style interview to ask Ben questions about his career and journey at Navattic. We reflect on hosting this podcast, changing from an IC to a manager, and how our approach to sales and marketing has changed over the past few years. And share our favorite drinks from the season. I drink rosé 🍷Ben drinks Miller Lite 🍺

Our advisor and product marketing expert, Yi Lin, interviews Ben to explore the relationship between product marketing and sales.She asks about sales reps' day-to-day, what makes top performers stand out, and how product marketers can support sales beyond decks. We also talk about why product marketers struggle more with sales (apparently more than product teams), collateral for sales reps, and how product marketers can build relationships with high-performing reps.Yi Lin and I drink water Ben drinks Coors Banquet 🍺

Ben does an "ask me anything" style interview to ask me questions he's always wanted to know about marketing. We talk about what makes each marketing role hard, debate whether sales or marketing should own outbound, and share our thoughts on personal LinkedIn branding for founders and sales reps. Ben and I were being uncreative and both just drank water

Ben and I discuss our recent sales kickoff (SKO) in Dallas and Natalie's transition to a product marketing role at Navattic. We cover why you should bring marketing leadership to SKOs. My presentation about my role leading product marketing role at the SKO and why the company decided to make this transition at this stage of growth. Plus Ben's experience planning and executing his first full SKO, why SKOs are so important for sales teams, and how to manage energy levels at company events.I drink a botanical tea-based liquor 🍵 Ben drinks red wine 🍷

Ben Pearson and I chat about how we built a sales process focused on buyer experience at Navattic. I interview Ben on how he developed his sales philosophy when he joined the company and the balance between creating a winning culture and doing what is best for prospects. We also go into why we don't use traditional sales methodologies, how we hire for autonomy and high standards, and why Ben is obsessed with discovery. Ben drinks red wine 🍷I drink rosé 🍷

Ben Pearson and I kick off 2025 by chatting about our predictions and observations for B2B buying, marketing, and sales this year. We discuss topics like LinkedIn's evolution, the future of PLG motions (expanding beyond just free trials), how marketing may change with the rise of specialized freelancers, customers getting involved earlier in the buyer journey, and if competitors will ever join together to help educate the market. Ben drinks an On The Rocks premixed cocktail (Old Fashioned) 🥃I drink tea 🫖

Ben and I reflect on our first customer event in New York City (if you didn't listen to our last episode we talked about planning the event in that one). We discuss what made it different from typical B2B conferences like an intimate venue, not too packed agenda, and customer-only attendees.We share the event's impact, like positive feedback from attendees and how that helped inform our 2025 events strategy. I drink honey Jack whiskey on the rocks 🥃Ben drinks Coors Banquet beer 🍺